Zumtobel Lighting
Key Account Manager (Contractors)
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Key Account Manager (Contractors)
Homebased, Scotland
Spotlight of the Job
Zumtobel Lighting are recruiting for a Key Account Manager with strong links to main contractors, tier 1 contractors, and M&E contractors across the Scottish region. The key goal is to target competitor and otherwise unknown business and convert specifications to Zumtobel Group orders. We aim to be the first choice for agreed strategically important key contractors.
Responsibilities
- Develop and implement a sales plan to increase our share of business with MEP Contractors, and Main Contractors
- Utilise relationships with Cost Consultants and Local Authorities to actively attack competitor business
- Use international agreements from the Global KAM team to identify cross international border opportunities
- Develop, implement and manage professional account plans, typically 15 live utilising a Market Platform approach to enable focus.
- Build and maintain a balanced mix of accounts such as Main Contractors, MEP Contractors, Regional/ Local MEP contractors and Quantity Surveyors/Cost Consultants and local Authorities
- Provide consistently high levels of customer service to all key and targeted customers.
- Manage and own the process of providing lighting designs and quotes to targeted clients
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Skills & Experience
- You should be able to communicate with Main Contractors, MEP Contractors and all relevant roles and their influencing professional bodies such as M&E Consultant, QS and Wholesaler
- You have the ability to build long lasting and effective relationships at all levels - Director down and tools up
- You understand the construction sector and the contractual chain/contract types and key elements of this in regard to securing lighting and controls business
- Good Presentation and Negotiation skills with strong interpersonal and communication skills
- Good level of IT capability with experience using Salesforce CRM would be an advantage
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